MoAgentMayJun25

May/June 2025 Vol. 34 No. 3

AGENT

Chateau on the Lake Branson

“Becoming a Champion” Keynote by Howard Kellman

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MAC SUMMIT JULY 23-25

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MISSOURI

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Contents

Missouri Association of Special Focus 3315 Emerald Lane, Jefferson City, Mo. 65109 Phone: 573-893-4301 • Fax: 573-893-3708 Email: maia@moagent.org Internet: www.moagent.org Publisher

Matt Barton

Officers of MAIA President President-Elect Vice President Secretary-Treasurer IIABA National Director PIA National Director Imm. Past President Board of Directors Region 1 Region 2 Region 3 Region 4 Region 5 Region 6 Region 7 Region 8 Region 9 Region 10 Region 11 Region 12 At-Large #1 At-Large #2 At-Large #3 Co. Rep. Co. Rep.

Dennis Luebbering, Jefferson City Matt Speight, Montgomery City Deena James, Manchester Jim Neuner, Jefferson City Brad Greer, Chesterfield Randy Smart, Marionville Darin Banner, Bolivar

Ross Ingersoll, Savannah Matt Alexander, St. Charles Holly Stark, Harrisonville Mark Baker, Platte City Rick Prather, Jefferson City Tony Becker, Crystal City Paul Carcagno, Arnold Heath Greer, Chesterfield Parker Mills, Clinton Richard Ollis, Springfield David Hall, West Plains Jeremy Anderson, Sikeston Andy Reavis, Billings Clare Zanger, Ozark Jon Stahly, Cape Girardeau Amber Truskowski, South Jordan, Utah Tracey Hagy-Kelly, Creve Coeur

MAIA Staff Chief Executive Officer Matt Barton Chief Operating Officer Sheryl Van Leer Director of Insurance Services Theresa Flippin, AIP, CISR Director of Education & Events April Underwood Director of Marketing & IT Joe Lawton Database Administrator Laura Berendzen Accounting Specialist Paula Wolken Customer Service Representative Hannah Wall Customer Service Representative Sarah Wright Marketing Coordinator Mary Feller Administrative Assistant Leslie Powell MISSOURI AGENT (USPS 709-210) is published bimonthly by the Missouri Association of Insurance Agents, 3315 Emerald Lane, Jefferson City, Mo. 65109, Phone: 573-8934301. Periodical postage paid at Jefferson City, Mo. and additional mailing offices.

MAIA does not necessarily endorse any of the companies advertising in this publication. Additional subscriptions are $30 per year.

Address & Other Changes Notify Missouri Agent if you change your address, change your agency name, or drop or change producers (who are voting members of the association). Write to: Missouri Agent, 3315 Emerald Lane, Jefferson City, Mo. 65109 or email: maia@moagent.org.

POSTMASTER: Send address changes to Missouri Agent, 3315 Emerald Lane, Jefferson City, Mo. 65109. © 2025 Missouri Association of Insurance Agents

MISSOURI AGENT Volume 34, No. 3

2025 MAC Summit ��������������������������������������������������������������������������������������������������������� 19

In this Issue

From the President �����������������������������������������������������������������������������������������������������������5 The Importance of Leadership My Turn ����������������������������������������������������������������������������������������������������������������������������������7 This Insurance Thing Is Only Getting More Difficult The Legal Side ��������������������������������������������������������������������������������������������������������������������9 Succession and Related Issues Technicalities �������������������������������������������������������������������������������������������������������������������� 11 Loss Assessment Letdowns Errors & Omissions �������������������������������������������������������������������������������������������������������� 13 Are You Setting Your Agency up for a Claim?

Agency Management ���������������������������������������������������������������������������������������������������� 15 The Quiet Reason Many Agents Are Selling Their Agencies Political Action Committees �������������������������������������������������������������������������������������� 16 The Persistency to Keep Advancing Industry News ������������������������������������������������������������������������������������������������������������������ 23 Small Agency Conference ������������������������������������������������������������������������������������������� 24 2025 Review in Photos From the DCI �������������������������������������������������������������������������������������������������������������������� 27 Angela L. Nelson Confirmed Director of the Missouri Department of Commerce and Insurance Member Interest �������������������������������������������������������������������������������������������������������������� 29 Providing Peace of Mind With RLI Partner News ������������������������������������������������������������������������������������������������������������������� 32 Regulatory Actions �������������������������������������������������������������������������������������������������������� 38

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Arlington/Roe �������������������������������������������� 18 Auto-Owners Insurance �������������������������� 13 Barton Mutual Insurance Company ����������� 6 Berkshire Hathaway GUARD Ins. Cos. ��� 38 Big "I" Alliance ������������������������������������������ 12 BMI Company, Inc. ������������������������������������ 31 Capital Premium Financing ��������������������� 36

Old Missouri Mutual �������������������������������27 Risk Placement Services �����������������������32 SECURA Insurance ��������������������������������14 Stonetrust Workers' Compensation �����26 VIAA �������������������������������������������������������17 WalkerHughes Insurance ����������������������� 8 West Bend ����������������������������������������������� 4

Consumers First, Inc. �������������������������������� 35 EMC Insurance ������������������������������������������ 22 HawkSoft �������������������������������������������������� 34 MAIA Events / Education ������������������������� 39 MAIA Insurance Products ������������������������ 30 Markel Specialty ��������������������������������������� 28 MEM �������������������������������������������������������������� 2 Missouri Rural Services ���������������������������� 10

On the Cover: MAC Summit Keynote Speaker Howard Kellman

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From the President The Importance of Leadership

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think one thing in life is for certain.

Building Trust: There are many things that our In chaotic times we need stability, industry is doing that are the right steps to help not more chaos! Good leadership us to gain customer trust, loyalty and confidence can help steady the waves and that we care about them. Let’s face it: The rate smooth the curves, that is for sure. increases for our clients have been brutal and Oftentimes when things go crazy, we want to painful, as they have been for all of us. Hopefully, take control of the situation, which is not wrong we are on the back side of that now and heading in and of itself. It is my belief that if we want to in the right direction. Our agency team members gain control in chaos, we must lead and react with are doing an excellent job of explaining to the self-control. Yes, that is easier said than done, consumer the things that drive costs up. When and anybody that has known me for a while can we explain reinsurance costs, claims, lawsuits and probably attest to the fact that I have not always legal expenses, cost of repairs, and the list goes done that. I want to fix things. Now! Over time I on, they sort of understand. We have to paint a have begun to realize that there is right timing for picture. In the end, this builds trust. almost everything we do, and we need to learn Navigating Change: Several years ago, many of to get the “timing” right so our engine will run us read a book named “Who Moved My Cheese?” smoothly and efficiently.

At the time we thought we were going through We have been through some trying times in change. Wow! It must have been around that the past few years, time that Bachman but thankfully, our Turner Overdrive "Our ability as an industry entire industry has came out with “You great leaders, as do to create and implement Ain’t Seen Nothin’ our agencies, as does Yet!” Yeah, I know software, apps and other our association. We are that’s not what it was making great strides changes are critical to the very referring to, but at to better our industry least those five words survival of our agencies." and to educate and fit this article! We all to improve the image know that the one Dennis Luebbering of insurance to the thing that is constant general public. is change. How we Below, I will list a few things I think are going to respond to change determines how successful we help our industry move forward and to not only will be in helping our clients and staff deal with thrive, but to help our customers potentially feel change and feel good about it. Well, as good as their lives are returning to normal, whatever that we can anyway. may be.

Empathy: Understanding and addressing the Innovation: Our insurance carriers and our needs of employees and clients is crucial to our agencies are striving to create and embrace success at every level. Empathy allows leaders to innovation to stay competitive and meet evolving connect with their team and clients on a personal customer needs. Our ability as an industry to level of understanding. Nobody will care what create and implement software, apps and other you know until they know how much you care. changes are critical to the very survival of our In summary, I am confident in our agencies. Our clients are like most of us. They industry, our nation, and our state and want what they want now, they want it fast and local governments to do the right things they want it to be easy! Customers will see value for the right reasons. I believe in my in us and the companies we represent when heart every insurance agency in our we make things easy for them. They want easy association is doing the very best they payments. Easy applications. Easy mobile apps. can for all of our customers. Let’s Easy-to-understand policies. Easy claims service. keep on helping people!

Just lots of easy! Sounds easy, right?

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Dennis Luebbering, President, MAIA

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Barton Mutual Insurance Company

My Turn This Insurance Thing Is Only Getting More Difficult

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s an insurance professional, has your job gotten easier over the past few years? I doubt any who read this magazine have experienced a reduction in responsibility, stress or work hours over the past five years…unless you’re one of the retirees who still peruses this magazine. If you fall into that category, congratulations and I envy you. For those who are active in the industry, you’ve likely only gotten busier, whether you work for an agency, a carrier, a wholesaler or another insurance entity.

One particular item that I hear from agents quite often is the challenge that separate wind/hail deductibles place upon securing insurance coverage, and trying to help clients understand and reconcile that. Now, I’m not judging our carrier friends and I understand why they seek to add these deductibles, especially considering the downward pressure reinsurers are placing upon carriers, but the challenge this places upon agents and, more importantly, the effect this has upon clients, is at times not fully considered.

This can be incredibly tough to explain to clients. How easy have you found it to be to explain that a long-time client is going from a flat $1,000 deductible to a, say, 2% deductible that equates to well over $1,000? That 2% is a portion of the insured value, not the claim amount, as many insureds are then informed of. That’s a challenging conversation that many agents are currently having with clients.

Again, more importantly though, let’s consider the effect this practice has upon clients. A long-time agent who is able to weave together many aspects of the client experience in what I consider an incredible manner recently raised a great point that I had not previously thought of. This

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point applies whether writing personal or commercial lines. Real properties that are secured through a loan are often subject to prescribed deductibles. For example, a

Matt Barton

chief executive officer, MAIA

home that is financed via a mortgage may be required to be insured with a deductible of $1,000 or less. However, that same home may be covered by a homeowners policy with a 2% wind/hail deductible. If that home is insured for $200,000 (a relatively conservative home value in many areas), the insured would pay $4,000 out-ofpocket for damage caused by wind or hail before insurance coverage kicks in. Are you seeing the problem here?

Banks don’t want to have to “call” a loan; they would much rather the mortgagee pay the loan as agreed to. And although the loan documents may allow for the bank to do so if the homeowner fails to abide by the agreed upon terms and conditions, including maintaining prescribed insurance coverage on the mortgaged property, that’s not really the biggest issue. Consider if there is a natural disaster that causes widespread damage to an area. How many homeowners will not possess the liquid funds to meet the wind/hail deductible the policy prescribes?

There are countless studies continued on page 26

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The Legal Side Succession and Related Issues

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the event an agency has no family-related eing a senior citizen, or a succession plan, the other members of the person “of a certain age” as venture may have options to purchase or the may be considered the socially venture itself may have purchase rights. The polite description, I have more options or choices for continuation of the inclination to be a bit more concerned than in younger days to worry about agency or for sale of the agency contained in the organizational documents of the venture the impact of the future. While every business owner has at some point been advised through are among the most serious considerations an agency should review before entering into some source to think about succession, it’s a such a venture. The agency needs to know how topic easily put off until later given the press it may exit the venture, what penalty, if any, of the business one faces every day. But even applies to exiting if one does put some the venture, what effort into planning type of options the for succession, every "Each agency ownership other members of business likely has may have different goals in the venture have different needs purchase of the for that plan, and mind, but what is important for agency, how those different mechanisms options would be it can use. I think is evaluating them and priced and whether insurance agencies are having a plan in place..." selling to someone no different. outside the venture The type of is possible. Included agency affects the Lew Melahn in that is whether an considerations one intra-family sale is may have about exempted from other succession. The options. All of those matters affect whether one or two family-run agency generally has the venture presents a more stable option for three options that are considered: 1) the two succession or whether some rules may limit the families plan for one to buy out the other at succession options. some point in time; 2) the families plan for The similar new aspect to such options is the the next generation to take over the agency growth of national agency ownership – large operation and begin to work toward a date agency groups buying agencies across multiple of transfer, either in part or total; or 3) the states. Those present an option for a larger agency begins to look for a business partner agency to essentially end succession concerns of some type, or a known agency interested in because the size of the purchaser removes growth and begins discussions on how such an ownership of an agency as an issue in place arrangement might be structured. of opportunities for compensated executive Larger corporate agencies generally have positions that depend on performance more multiple principals and tend to adopt more than ownership. intricate business plans allowing the remaining Agency owners should evaluate all these principals options for purchasing the interests options to determine what option seems best of a principal who desires to leave. These for agency ownership, either for recognition agreements are generally more formal and of the value of the agency or for family involve specific business plans and agreements.

While more expensive up front to implement, it continuation. Each agency ownership may have different goals in mind, but what is important does provide direction for families and heirs. is evaluating them and having a plan in place A more recent method for dealing with to pursue an option before death or other the concept of succession is with alliances, circumstances cause the selection of options to aggregators and joint venture structures be an emergency. like clusters. These generally provide that in

Lewis E. Melahn, J.D.

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missouriagent

Lewis E. Melahn is a practicing attorney who provides free legal consultation to MAIA members on a limited basis. He served as the director for the Missouri Department of Insurance from 1989-1993. You can contact Lew Melahn at 573-230-7200.

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continued on page 27

Technicalities Loss Assessment Letdowns

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issouri climbs the charts for weather events in the United States. We closed out 2023 as No. 5 on the billboard for the greatest number of hail events with hailstones 1 inch or greater in diameter, according to the U.S. Department of Commerce, Storm Prediction Center, National Weather Service. February 2025 kicked off with Corelogic’s release that Missouri pushed through to No. 3 for the number of homes impacted by 2 inch-plus hail. Needless to say, insurers are not looking favorably on Missouri as a No. 1 hit, unless they are referring to severe convective storm hits.

This results in the new normal of wind and hail percentage deductibles, ranging from 1% to 5%. These numbers add up fast under a condominium or attached home master policy. The association’s deductible can easily exceed $1,000,000, for which the HOA assesses its owners.

Community Association Considerations for Percentage Wind and Hail Deductibles These deductibles are percentages of the buildings’ insurance limits (not a percentage of the storm damage). If all the buildings under a master policy sustain damage, percentage deductibles can be significant, from hundreds of thousands to millions of dollars. Often, the master policy insurance company mandated the high percentage deductible. However, in some instances, the community association is offered premium savings in exchange for a higher percentage deductible. In either case, the community association should thoroughly understand the economic implications of these deductibles.

Suppose there are 100 owners with a $30,000,000 master policy insurance limit subject to a 5% wind and hail deductible.

On March 14, 2025, all the buildings were damaged by one of the 12 tornados that touched down in the St. Louis County

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warning area. The total deductible is $1,500,000, which is allocated to 100 owners at $15,000 each. The owners are instructed to submit the charge as a claim under their individual Unit Owner’s Policy (HO6), which typically pays such amounts under loss assessment coverage.

However, do not be overly dependent on loss assessment, as it can be a disappointment, as described below.

Loss Assessment Letdowns A unit owner’s HO6 should pay for the owner’s share of damage that falls below a master policy deductible, but that is not always the case. Loss assessment denials occur for several reasons, as described below.

1. ISO HO6 loss assessment applies to the policy in force on the date the assessment is charged rather than the date of the wind and hail occurrence. The loss assessment clause removes Property Condition Q that states, “This Policy applies only to loss which occurs during the policy period.” So, once you fully understand this nuance, know that many insurers do not follow ISO, including some well-known direct writers. Here lies the problem.

Karen O'Connor Corrigan, CIC, CIRMS, MAIA Coverage Advisory Commitee, O'Connor Insurance Agency

If you encounter any issues with policy forms, coverage gaps or problematic language, please report them to MAIA’s Coverage Advisory Committee so they can work on getting them corrected through their discussions with ISO, NCCI and ACORD.

There can be months between the date of a storm and the date of the assessment letter to owners. Sometimes, damage is not discovered immediately, or it can take months to adjust large claims. During these continued on page 28

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Errors

& Omissions

Are You Setting Your Agency up for a Claim?

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olid documentation should be your goal — and can heavily determine which way an E&O claim goes. Your first step should be to detail your agency’s documentation expectations and ensure they are thorough.

Key Components of Good Documentation • Handling it promptly and accurately and stating the expectation of “promptly.”

• Being detailed, including in emails, and defining who, what, when, where and why.

• Creating a list of approved abbreviations if your agency uses them.

• Noting the names of the people the agency spoke with.

• Having the staff member who had the discussions generate the documentation.

This makes the documentation more credible.

• Including only facts and being void of emotion. Don’t put anything in the notes that a jury could see. Your notes should help you, not hurt you if an E&O matter were to develop.

• Not admitting fault.

When Documentation Should Take Place Take notes of any conversations the agency staff has with clients or with carriers/ wholesalers. Common scenarios include: • Client meetings. In-person or virtually, these occur throughout the sales process.

Determine who is responsible for taking meeting notes, which should include who was in the meeting, what was discussed and any open items.

The discussion should then be memorialized in writing to the client, recapping the discussion and what was agreed upon. This will help to ensure there are no misunderstandings between the various parties. Without this level of documentation, it could be an issue of “he said, she said” if a problem developed – and such situations are difficult to win.

• Discussion with carriers/wholesalers, etc.

Agreements are often made between the

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various parties on a coverage/limits issue.

Most agency staff believe that the carrier/ wholesaler will honor those discussions if a problem develops.

But what if the person you spoke with is no longer with the carrier?

Memorialize these conversations in written communication back to the carrier.

• Client discussion over the phone.

Suppose a client calls to advise the agency “regarding the umbrella proposal you provided, we’re passing on that coverage.”

In addition to documentation in the agency file, send the client a note confirming their decision. Without this, there could be a serious question about what the client’s decision was.

• “What if” questions. These fall into the scenario of “Johnny is thinking of taking the car to college. How much would that cost?” You advise the client, and they advise they will get back to you. Document these discussions in the file and memorialize them back to the client.

These are just some scenarios to include.

Meet with agency staff to discuss this issue and present them with procedures detailing your documentation expectations.

Curtis M. Pearsall, CPCU, AIAF, CPIA President - Pearsall Associates, Inc. consultant to the Utica National E&O program

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SECURA Insurance

Agency Management The Quiet Reason Many Agents Are Selling Their Agencies

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here are many factors why working for someone else comes with its Jeff Smith, JD an agency owner sells their own set of challenges, particularly for an CEO of IA Valuations agency, including retirement entrepreneur who is accustomed to being age, financial gain and the their own boss. When you work for someone three Ds (divorce, disability and else, you are one piece of a larger puzzle and death). However, the undocumented but must fit within the rules and constructs that growing reason that we are hearing agency have already been established in the buying owners deciding to sell is related to stress agency. From the processes to the sales and and burnout. growth expectations and the HR policies, In many industries, including insurance, you are now subject to an environment that the pandemic gave people an opportunity you've had no impact on creating. to reflect and reset their life goals, plans and This is not meant to be a somber message expectations. What for the IA system as a we have experienced whole. While there may coming out of the be somber tones to it, "42% of entrepreneurs pandemic is a feeling this is just reality. IA experience burnout. from agency owners Valuations is confident that they do not have to that for every legacy 70% experience continue to do this just agency owner deciding because the previous to sell, there are one to loneliness." generation did. two young entrepreneurs - Jeff Smith On top of the COVID looking to get into agency pandemic, agency ownership. owners had the double While selling your whammy of dealing with the hardest market agency may feel like the only option, there the industry has experienced in 40 years. are many other options to consider if stress This led to significant rate increases for and burnout are the primary drivers for a existing insureds, markets shutting down, change in ownership. Those options include restrictive underwriting practices, and agents the following: questioning carrier loyalty, partnerships and • Hire an Operations Manager – Most practices. agency owners cite the operations and By its very nature, entrepreneurialism management part of the business as the is a higher stress career choice than many leading cause of stress and burnout. For others. According to recent studies, 42% agency owners who have a strong sales The information provided of entrepreneurs experience burnout. In focus, an operations leader is the perfect in these documents is addition, 70% experience loneliness. Based partner to regain balance and change your general in nature and on IA Valuations’ data, 90% of agency trajectory. It's like Batman and Robin, Jordan shall not be construed as personal legal, tax or owners who sell their agency under the age and Pippen, and Kosar and Newsome: two financial advice for your of 55 cite stress and burnout as one of the work partners supporting and bringing out situation. Please email determinative factors for selling. They love the best of each other. contact@iavaluations.com insurance and taking care of their clients, • Take a Breath and Develop a Strategic to discuss your personal but do not enjoy managing people and Plan for the Agency – Most agencies operate situation. operating a business.

YOY without a strategic plan for growth. This Copyright 2025 IA These owners view selling as the only can feel overwhelming and uninspiring when Valuations and Ohio option to restore balance in their lives and all of your carrier partners are demanding Insurance Agents Association (OIA). offload all of the administrative and financial growth to retain the relationship. Taking challenges of owning and operating a time to actually develop a plan will put you business. While this may be partially true, continued on page 31

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Political Action Committees The Persistency to Keep Advancing

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Brad Greer

Chair, MAIA Political Action Fundraising Committee, Arnold Insurance, Chesterfield

Heath Greer

Chair, Government and Industry Relations Committee, Arnold Insurance, Chesterfield

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s I write this article, I have boarded one of many planes that I will employ this month to get to a host of business and personal appointments. Over the years I have groused about the changing attitude among travelers (yes, I’m one of those guys who complains about so many people traveling in their pajamas), all the while meals have all but disappeared, seats are more crowded and tempers have shorter fuses.

In many regards flying might be considered a microcosm of society at large, particularly in the political realm: things change, not always for the better.

As you might imagine, all of our national staff report that things are moving at warp speed in D.C. and the questions, litigation and press make these changes especially challenging. Just this week InsurPac sponsored the 20th and 21st annual fundraisers for Senate Majority Leader John Thune and Chairman of the Senate Committee on Finance Mike Crapo, respectively. These are the two leading voices in the push for tax policy in the Senate and both are critical to our mission. Persistency is how we fight the mega-budgets of some of those pushing policies detrimental to our businesses and those of our clients.

Persistency in our support of InsurPac is how they are able to keep advancing our causes.

As I write, we are also weeks away from the annual Big “I” Legislative Conference. The upheaval may make this must-see viewing for some, while others prefer a pass until things return to a more normal state of affairs.

As Nathan Riedel, IIABA SVP of federal government affairs, has said, “With new leadership in the White House and Congress, important issues are currently being considered in Washington, DC. Negotiations around major tax legislation are heating up and are certain to have a real impact on agents’ bottom lines.

Disaster mitigation and resiliency efforts are top of mind. Abuse of the legal system, and TPLF [third-party litigation funding] in particular has steadily gained more attention,

missouriagent

buoyed by agent messaging at last year’s Legislative Conference.”

Missouri native son Jason Smith still chairs the powerful House Ways and Means Committee, so many of us will be trying to meet with him or his staff to make our case on various issues.

For an update closer to home, I’d like to invite Heath Greer to contribute to this month’s piece.

State Issues

The MAIA website was updated last year to include a dedicated “Tort Reform Action Center.” As an association we continue to align ourselves with those members of the Missouri House and Senate willing to work to achieve reform.

I know some are less aware of the reason we need changes to Missouri statutes, but it really comes down to consumer protection.

Many of our carriers have begun to limit coverages or even ceased writing business in Missouri. Ultimately, we are working to protect consumers (our clients, both commercial and personal) from continued rate increases and a potential decrease in carriers willing to provide coverage to Missouri residents.

Those opposed to tort reform would have you believe that the constant rate increases are exclusively the results of weather. While weather is impacting rates, we can’t ignore recent nuclear rulings from Missouri courts that have carriers concerned about the future of our judicial climate. Our efforts are not aimed at eliminating lawsuits; we are simply trying to improve the timing of when these are brought.

The further a lawsuit is removed from the “incident” the more difficult it is to establish the truth. The plaintiffs’ bar thrives upon this obfuscation.

As we continue to find meaningful ways to engage with our elected officials, we ask that you help educate your clients and encourage them to help us move toward reform. It will take all of us to bring about lasting changes that can stabilize our insurance marketplace.

may-june2025

VIAA Provides Strength in Numbers—Without Sacrificing Control VIAA

Many independent agents are looking for stability, but at what expense?

We know, profit-sharing is harder to qualify for due to rising premium thresholds and increased CAT stops.

Cost

Control

In a CAT-heavy year, VIAA is paying $15.1 million in profit share and bonuses to its Members over and above base commissions.

Historically, most Members receive more in profit share than they pay in fees.

VIAA Members enjoy direct carrier access with your agency name on dec page, commissions paid direct from carrier and control of your tech stack and ownership of your book of business.

All-in total compensation accounted, VIAA Members NET over 100% commission.

If you ever decide to leave, VIAA releases your carrier codes—no forced rewrites, no AOR battles, no disruption for your clients.

Why Agents Stay for the Long Haul Members often say the reason they joined VIAA is not why they stay. We have a model agencies grow into.... not out of. VIAA isn’t just about market access—it’s a growth accelerator for independent agencies.

Exclusive networking opportunities with likeminded agency owners including biannual incentive trips.

Best Practices implementation to increase efficiency and profitability

Live commercial and personal lines boot camp training series for both new and veteran Producers and CSRs

Risk management strategies to help agencies move upmarket to help larger commercial and high-net-worth clients

Let us answer your questions may-june2025

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WE ARE LICENSED IN ALL 50 STATES

BUT OUR ROOTS ARE MIDWEST-BASED

Managing General Agents Wholesale Insurance Brokers

Arlington/Roe

We are family owned and we are here, where you are. As a managing general agency and wholesale insurance broker, we have access to over 200 markets, and we are licensed to do business in all 50 states. Though we have nationwide capabilities, our roots, focus, knowledge and proficiency lie in the Midwest.

We are not a large national chain or bank-owned organization, meaning you will receive excellent service with a personal touch.

Let us help you find the right solutions.

Commercial Agribusiness | Farm | Healthcare & Human Services

800.878.9891 | ArlingtonRoe.com 18 missouriagent

Transportation | Workers’ Compensation

Aviation | Bonds | Cannabis | Casualty

Personal Lines | Professional Liability | Property

may-june2025

MAC Summit Keynote Speaker Howard Kellman on "Becoming a Champion"

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ll of us have challenging days; the Kansas City Chiefs picked the wrong time to have one when they were beaten badly by the Philadelphia Eagles in the Super Bowl. Sometimes when you are having a rough day, you can “right the ship.” The Chiefs were unable to do so.

The most important thing to being successful is your state of mind. Not intelligence, but state of mind.

When you are able to maintain a positive attitude when everything is going wrong around you, you often can “find a way.” As I watched the Super Bowl, I kept thinking that the Chiefs will bounce back. I even felt that way at halftime…despite how one-sided the score was. I was wrong, and even though the Chiefs are a great team, they just could not get it going in the Super Bowl.

Patrick Mahomes, who already has established himself as one of the greatest quarterbacks of all-time, had one of his worst games as a professional. It happens to even the greatest of champions. The Chiefs had won three of the previous four Super Bowls; they will move on and bounce back, something that great champions always do!

In Andy Reid, the Chiefs not only have a terrific coach, but they also have someone who is well respected and well-liked by his players. The beauty of sports is their unpredictability; however, Andy Reid gives the Chiefs a very stabilizing presence.

When you talk about the great athletes who have played in Missouri, Stan Musial is at the top of the list. I saw him play at the end of his career. Not only was he one of the greatest baseball players of all time, but he also was a true gentleman. Stan won several National League Most Valuable Player awards and led the St. Louis Cardinals to a couple of World Championships! Stan treated everyone with kindness and respect and his greatness as a player and as a man is why he was such a beloved figure.

Stan had a sense of humor, too. One day a man approached Stan and said, “Stan, you always are so pleasant, you always are smiling.

Why?” Stan replied, “Sir, if you had a lifetime batting average of .331, you would be smiling,

may-june2025

too!”

The Cardinals have such a rich history of great ballplayers and great teams going all the way back to Joe Medwick and the “Gas House Gang” in the 1930s. Medwick is a Hall of Famer as are Musial, Lou Brock, Bob Gibson and many others. And Albert Pujols is a future Hall of Famer!

While the origin of the St. Louis Cardinals goes all the way back to 1882, the Kansas City Royals franchise began play as an expansion team in 1969.

There is no question that the greatest Kansas City Royal of them all and one of the greatest third baseman of all time is George Brett! Not only was George Brett a talented player, but he played with such passion and such intensity that those qualities added to his greatness! He is the only Major League player to win batting titles in three different decades: the 1970s, 1980s and 1990s! George Brett, like Stan Musial, hit for both average and power, and in 1980, George was named the American League’s Most Valuable Player as he led the Royals to the American League Pennant.

George Brett put his sense of humor on display during the 1980 World Series when he underwent hemorrhoid surgery. After the surgery Brett proclaimed, “My problems are behind me!”

Though the Royals were beaten by the Philadelphia Phillies in that 1980 World Series, the real drama involving George Brett that year came in the regular season. In midSeptember, with only two weeks left to play, George was batting over .400! Nobody has done that since Ted Williams accomplished the feat in 1941. George was getting an enormous amount of attention from both the media and fans. He was feeling a great deal of stress, and George later said, “I made a big mistake. I started trying to hit .400. I put undue pressure on myself and I struggled and my average fell below .400.” He finished at .390 and learned a great lesson about trying “too hard,” which applies to all of us.

All of us can learn from his quote after that 1980 season was over. “Don’t try to be a hero,” Brett said. “Try to be a winner.”

Howard Kellman

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July 23-25 All agents are invited to attend the Missouri Agents Connection (MAC) Summit, where the networking and learning opportunities are sure to benefit you and your agency!

Wednesday, July 23 Golf Tournament (optional event) 8:00 a.m. - 1:00 p.m.

Held at the Ledgestone Country Club

WEWIN Brunch (Women Empowering Women in Insurance)

10:00 a.m. - 12:00 p.m.

Speaker: Avery Moore The loudest voice in your head telling you you’re not enough is a lie—let’s get real about the challenges we face in this industry, the obstacles in our way and how we push past them to succeed. Motivational speech with agency owner Avery Moore, followed by a panel discussion.

Crawdaddies Kids Club

3:30 - 6:30 p.m.

The club offers supervised creative play, crafts, puzzles, video games and more, while your littles make new friends. Registration required by May 21.

Meals are NOT included. For kids ages 4 - 12.

Welcome Reception (casual)

3:30 - 4:30 p.m.

All attendees are invited to this reception.

Cornhole Tournament (optional event)

4:30 - 6:30 p.m.

Held at the Chateau on the Lake and presented by the Young Agents Committee. Beer included.

Young Agent Event

7:00 - 10:00 p.m.

Join us at Capone’s Speakeasy for a fun night of socializing with fellow young agents. Appetizers are provided by the Young Agents Committee.

A complimentary shuttle will be available.

Thursday, July 24 Breakfast Buffet 7:30 - 8:30 a.m.

The New Retirement Rules 8:00 - 9:00 a.m.

Speaker: Charlie Matejowsky On Dec. 29, 2022, the SECURE 2.0 Act was signed into law by President Biden as part of the Consolidated Appropriations Act (CAA) of 2023. SECURE 2.0 had bipartisan support from both chambers of Congress. This session will examine many of the new retirement savings provisions, including pushing back the age of required minimum distributions (RMDs), continued contributions to IRAs past age 70 ½, enhanced catch-up contributions, qualified charitable distributions (QCDs) linked to inflation, 529 account payments and rollovers to a beneficiary’s Roth IRA. Approved for 1 general CE credit in Mo. and Kan.

Keynote: Becoming a Champion

9:00 - 10:00 a.m. Speaker: Howard Kellman Join Howard Kellman as he talks about “Becoming A Champion.” He will speak about the things that great champions do, using stories from the world of sports to illustrate those principles. There will be a special emphasis on athletes, coaches and teams from the state of Missouri. And these days when you talk about athletics and the state of Missouri, it all starts with Patrick Mahomes and the Kansas City Chiefs!

Trade Show

10:00 a.m. - 12:30 p.m.

Join us for one of the most anticipated company/vendor trade shows of the year. Booth designs will center around a music-related theme. Company prize drawing at 12 p.m.; you must be present to win.

Lunch Buffet 12:30 - 1:30 p.m.

Education Sessions 1:30 - 2:20 p.m.

Tools to Build Your Pipeline Speaker: Brock Elliott A successful insurance sales pipeline is the foundation of a thriving agency, helping agents systematically attract, nurture and convert leads into longterm clients. This class will begin by defining what a sales pipeline is and why it is crucial for insurance professionals. Participants will learn how a well-organized pipeline enhances efficiency, increases conversion rates and improves client retention by providing a structured approach to lead management.

State of the Industry: Elevate Your Value Proposition in a Changing Market Speaker: Brian Refici As the insurance industry evolves, staying competitive requires more than just keeping up with trends—it demands a compelling value proposition that resonates with clients and partners. Join Brian Refici for a deep dive into the current state of the industry, exploring key market dynamics, emerging challenges and growth opportunities. Discover actionable strategies to refine your value proposition, differentiate your business and strengthen your position in a rapidly changing landscape.

Approved for 1 general CE credit in Mo. and Kan.

Education Sessions 2:30 - 3:20 p.m.

Deductible Buybacks Speaker: Brock Elliott This class will provide a comprehensive understanding of deductible buybacks, an important risk management tool for policyholders looking to mitigate their financial exposure. The session will begin with an introduction to deductible buybacks, explaining their purpose, how they function within various insurance policies and the types of coverage where they are most commonly used. Participants will gain insight into the benefits of deductible buyback policies, both from a policyholder’s perspective (reducing out-ofpocket costs in the event of a claim) and from an agent’s perspective (as an added value proposition for clients).

Approved for 1 p-c CE credit in Mo. and Kan. State of the Agency: Driving Robust Growth for Insurance Agencies Speaker: Chris Rochford Thriving agencies must continually adapt to emerging trends, technologies and customer expectations. How should a firm adapt and change as it hits meaningful growth milestones? Chris Rochford, MarshBerry vice president, will showcase actionable insights, case studies and practical advice to fuel growth, drive innovation and remain competitive in 2025.

Crawdaddies Kids Club

6:00 - 10:00 p.m.

Registration required by May 21. For kids ages 4 - 12.

President’s Cocktail Reception (semiformal)

6:00 - 7:00 p.m.

Join us in celebrating outgoing MAIA president Dennis Luebbering by enjoying a cocktail and hors d’oeuvres.

Awards and Installation Banquet (semiformal) 7:00 - 9:00 p.m.

Fun Pianos

9:00 - 11:00 p.m.

Join us after dinner as Fun Pianos entertains us with their exciting dueling pianos.

Friday, July 25 Eggs & Issues Breakfast 8:30 - 10:00 a.m.

Speakers: Matt Barton & Legislative Panel

This is your chance to get information right from the source. This Q&A session gives you access to MAIA CEO Matt Barton and a panel of Missouri legislators. They will address questions on regulatory and legislative issues affecting the insurance industry today.

Filed/pending for 1 ethics CE credit in Mo. and Kan.

MEMBER

FULL REGISTRATION

NON.

BY 6/25

AFTER 6/25

FULL Conference Registration Includes sessions, trade show, meals and social events listed on the agenda. Does not include golf or cornhole tournament.

$350

$400

$700

YOUNG AGENTS Conference Registration (Retail agents only 40 & under) Includes sessions, trade show, meals and social events on the agenda. Does not include golf or cornhole tournament.

$275

$310

$550

Spouse Registration Includes sessions, trade show, meals and social events listed on the agenda. Does not include golf or cornhole tournament.

$200

$220

$400

MEMBER

OTHER REGISTRATION

NON.

BY 6/25

AFTER 6/25

Exhibit Booth(s) Each person in booth must purchase a registration option.

$600

$700

$960

Exhibitor Registration (Available to EXHIBITORS only): Includes Wed. Welcome Reception and Young Agent Event, and Thurs. breakfast, keynote session, trade show and lunch.

$200

$230

$400

Thurs. Trade Show Pass (includes lunch): Available to retail agency members or spouses of retail agency members only.

$75

n/a

OPTIONAL ITEMS Golf Tournament at Ledgestone Country Club

Available to registered conference attendees only; includes lunch. After July 1, no golf refunds will be made and registrations will be accepted on a space-available basis. Tournament begins at 8 a.m. on Wed.

$135

Cornhole Tournament Held at Chateau on the Lake on Wed. from 4:30-6:30 p.m. Teams of two (if you

$25

do not have a pairing request, we will pair you). Limited space available; first-come, first-served. After July 1, no cornhole refunds will be made.

WEWIN (Women Empowering Women in Insurance) Brunch Held at Chateau on Wed. from 10 a.m. - 12 p.m. Included with full registrations. Additional purchase required only for those with Exhibitor Registration.

$40 Wednesday 3:30 - 6:30 p.m.

Crawdaddies Kids Club For children ages 4-12. Meals NOT included. Must register by May 21, and no refunds will be given after May 21.

$36/child

Thursday 6:00 - 10:00 p.m.

$48/child

GUEST SPEAKERS

Howard Kellman

Avery Moore

Charlie Matejowsky

MAC Summit 2025 will be held at

Chateau on the Lake in Branson, Mo.

MAIA has contracted room rates starting at $191/night.

After June 23, 2025, the hotel will release all unreserved rooms.

Visit https://moagent.org/MACS for more information.

Brian Refici

Chris Rochford

Brock Elliott

We’re keeping insurance human.

EMC Insurance

To better support you and your customers.

To help you protect businesses in your community.

To keep your agency thriving.

This is our promise. Let’s achieve it together.

Learn more at emcinsurance.com

©Employers Mutual Casualty Company 2024. All rights reserved.

Industry News 2025 Day at the Capitol Recap Despite a snowy and very windy winter morning, 65 people attended MAIA’s annual Day at the Capitol on March 5. After a tour of the Capitol and a briefing

by MAIA CEO Matt Barton, attendees met with their respective representatives to discuss bills such as:

• H.B. 68: Lowers the statute of limitations for certain actions from five years to two

• H.B. 974: Establishes insurance requirements related to peer-to-peer car-sharing programs and food delivery platforms • H.B. 437: Modifies provisions related to time-limited settlement demands to liability insurers • H.B. 952: Establishes provisions relating to double recovery of civil damages from a defendant and an insurer The evening finished with dinner and a legislative panel discussion. If you were unable to join us this year, we strongly encourage you to join us next year for this free event to make sure the voices of independent agents are heard at the Capitol.

New Agency Members Harper Insurance Agency, LLC, Michelle Harper, Lake St. Louis Hutchison Insurance Group, LLC, Michael Hutchison, Jefferson City Smith Insurance, LLC, Monty Smith, Nevada

may-june2025

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Small Agency Conference 2025 Review in Photos

My Turn

continued from page 7

that conclude that a significant portion of Americans (40%, 50%...?) would struggle to cover an unexpected expense of $1,000.

That’s a relatively mild, if you will, example of the potential issue, but think of the issue on a larger commercial scale.

Imagine a factory operation with an insured value of $50 million and there are six buildings on the property. Oh, and each building has its own wind/hail deductible.

I suppose we could just write this off as a bank issue. I mean, shouldn’t they be verifying that the coverage complies with the terms of the loan? Indeed, they should be.

This isn’t just an insurance issue. It now affects lending institutions. Much like other considerations in insurance (think earthquakes, floods, false/misleading verbiage on certificates of insurance), we

largely roll the dice and most of the time, get lucky.

I’m not sure what the ultimate outcome will be, but I don’t think that wind/ hail deductibles are going away soon.

However, I do think that there will need to be conversation among interested parties to identify some area of middle ground. Insurers, banks, consumers, even the federal government needs to be part of the discussion. Approximately 70% of the mortgage market in this nation is supported by Fannie Mae and Freddie Mac. Nobody’s job in the insurance industry is getting any easier, but are we working more hours only to see that clients are not recognizing a benefit of those additional hours?

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may-june2025

From the DCI Angela L. Nelson Confirmed Director of the Missouri Department of Commerce and Insurance

a

ngela L. Nelson assumed the official director role at the Missouri Department of Commerce and Insurance (DCI) following her confirmation by the Missouri Senate on March 13. If her name sounds familiar, it’s no surprise. In a career spanning over 25 years in public service and the insurance industry, over 18 years were spent in the very department she now leads.

Angie has served as an agent, regulator and executive. From 2002 to 2020, she held several key roles in DCI. Notably, she was the Division Director of the Insurance Consumer Affairs Division from 2009 to 2012 and led the department’s response to the devastating Joplin tornado. Following that role, she led the Market Regulation Division from 2012 to 2020, navigating complex regulatory landscapes and advocating for Missouri consumers.

“In my career, I’ve had the unique opportunity to experience regulation from both sides,” Nelson said. “This dual perspective has given me valuable insights into the challenges and opportunities faced by our state and our industries.”

One of her most recent experiences was serving as the vice president of public affairs and government relations for the Automobile Club of America, part of the larger Automobile Club Enterprises Group.

Follow DCI on social media

In this capacity, she skillfully managed legislative and regulatory relationships on various issues, including insurance, motor club operations and traffic safety. She also worked briefly for Blue Cross Blue Shield of Kansas City, managing its compliance operations.

“I have left the private sector, where I have been successful and have gained a wealth of knowledge and expertise to lead DCI with integrity, transparency and a relentless commitment to the people of Missouri,” she said. “I look forward to working with everyone with a stake in the thinking and innovation that drives our businesses. I will work alongside other dedicated public servants. Together, we can create policies that are effective and adaptable to the everchanging landscape of the industries and businesses we regulate.”

Nelson

Old Missouri Mutual

Facebook: @MissouriDCI X: @MissouriDCI LinkedIn: Missouri Department of Commerce & Insurance

may-june2025

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Technicalities

continued from page 11

months, owners could switch HO6 insurance companies. What happens if the new HO6 is through a carrier that does not use ISO forms? Some of those companies do not pay based on the date the assessment is charged; instead, they pay based on the storm date. Because the owner switched to the new policy, it was not in force on the date of the storm. To further complicate the matter, some HO6s require the storm to have occurred and the assessment charged during the policy dates. In these cases, the new HO6

From Main Street to Wall Street

2. What if an owner sells the unit before the discovery of the damage and/or the assessment? The new owner receives the assessment letter, but perhaps they have a similar HO6 discussed above that only pays based on the date of the wind or hail occurrence. The new owner’s insurer will deny coverage. If the new owner had ISO HO6 policy language, it would pay the claim because it would be triggered by the date the assessment was charged. Associations typically do not have recourse to collect from the past owner.

Markel Specialty

3. What happens when the community association chooses to drop the master policy due to the rising costs following a storm claim? Then, all the owners drop their HO6s and change to HO3s. The ISO HO3 includes $2,000 of loss assessment, which is not nearly enough for the $15,000 assessment scenario described above.

For over 90 years, Markel has been serving niche markets and providing innovative insurance solutions for standard and complex risks—and everything in between.

Get to know us at markel.com

Markel® is a registered trademark of Markel Group Inc. Coverage is underwritten by one or more insurance companies of Markel. © 2025 Markel Service, Incorporated. All rights reserved.

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insurer can deny coverage. Why won’t the old HO6 pay? If the owner’s previous HO6 had ISO language that triggered coverage by the date of the assessment, that insurer will also deny coverage. That owner is left with neither company paying the claim.

Largely, we can count on loss assessment to recover this type of assessment. However, there will almost always be someone caught in transition without coverage. There is no gap coverage available, so buyer beware.

may-june2025

Member Interest Providing Peace of Mind With RLI

s

ummer is almost here, which means many people turn to backyard water fun to beat the heat. And while playing in pools, skipping through sprinklers and winging water balloons are great ways to stay cool, accidents

can happen.

That's why it's important to educate your customers about the importance of a personal umbrella policy from RLI. A serious injury on your customer's property can be catastrophic to both the injured party and the homeowner.

With proper underlying coverage in place, a personal umbrella policy increases overall liability coverage with an extra layer of protection beyond what's covered by homeowners and auto insurance policies. A low-cost personal umbrella can take the heat off your customers and their families, protecting them from hefty judgements stemming from catastrophic lawsuits.

Hot summers and cool water go together—but before your customers turn on that hose or fill that pool, make sure they know about the protection a personal umbrella policy from RLI can provide.

Not only do RLI personal umbrellas provide peace of mind for your insureds, they are also beloved by agents.

Here are the top five reasons agents love selling RLI personal umbrella policies:

Ease of Use Box-underwritten and fully automated with electronic signature and payment options means you spend less time quoting and more time selling.

Low Maintenance No need to gather declarations pages, exposure schedules or babysit the policy throughout the term. RLI processes limited endorsements, and handles the entire renewal process with your clients directly.

Visit MAIA’s website at moagent.org/RLI or contact our insurance department at insurance@moagent.org to start quoting today!

Stability in the Personal Umbrella Market RLI’s stand-alone personal umbrella product was first introduced in 1983 and is written on RLI Insurance Company paper, rated A+ by AM Best.

Competitive Pricing Coverage limits start at $1M and the average premiums are less than $1,000. In today's litigious society, it's an inexpensive way to cover your clients' assets.

Expert, In-House Claims Handling RLI’s dedicated team has decades of experience in auto and casualty claims handling.

may-june2025

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MAIA Insurance Products

PROVIDING SOLUTIONS

MAIA understands when you purchase insurance for your agency, you are purchasing a promise that your assets will be protected. We offer top-quality E&O coverage through long-standing relationships with Swiss Re, Utica and Allianz. If your agency doesn't fit into our three standard carriers' programs, we have access to other markets to fit your needs.

And to round out your coverage, we offer cyber, umbrella and EPLI coverage as well. Finally, we offer coverage for your clients too!

Cyber Liability

E&O Liability

FOR YOUR AGENCY

FOR YOUR AGENCY

We have partnered with Arlington/Roe to access leading cyber coverage through Beazley. MAIA members pre-qualify for enrollment of 360° protection.

Our E&O programs are created with the input of independent insurance agents. We gather feedback from agents, making improvements based on emerging issues and needs.

EPLI Coverage

Agency Umbrella/Excess

FOR YOUR AGENCY

FOR YOUR AGENCY

Penn National’s agency umbrella provides coverage over your E&O and your business auto and liability coverages. We also have markets for excess E&O policies.

Can be written through your Swiss Re or Utica E&O policy or through various other markets.

RLI Home Business

RLI Personal Umbrella FOR YOUR CLIENTS

FOR YOUR CLIENTS

Protect your customers with an extra layer of liability insurance with a stand-alone personal umbrella policy through RLI.

Nearly 60% of home-based business owners don’t have insurance! Help them preserve their home-based business.

Hannah Wall 3315 Emerald Lane, Jefferson City, MO 65109

Sarah Wright

People do business with people and the connections we have with our customers make MAIA the go-to source for your agency and your customers. Contact the insurance department today for more information!

573-893-4301

insurance@moagent.org

Agency Management

continued from page 15

in a better position to understand what you need to do to grow the agency and restore balance in your life.

• Consider Bringing on a Partner – If you are a single agency owner, consider bringing on a partner to share in some of the leadership and management duties of the agency. A partner could also help shoulder some of the financial risk of agency ownership and give you a teammate to grow the business with.

• Merge With Another Agency – We believe this option should be explored before selling. There are many agencies with strong operational leaders who love the operations and management of an agency the same way that you do selling insurance and taking care of your clients. Finding the right partner to merge with could be the solution for providing you with relief from the duties and tasks causing you stress and burnout. Typically, in these situations 1 + 1 = 2, meaning you find the right cultural fit for

your agency and clients, relinquish the parts of the job that cause undue stress and retain ownership in a larger entity.

• Develop a Strong Peer Network of Agency Owners – The independent agent community is one of the most giving, sincere and supportive structures in business.

The number of times we have heard an independent agent say, “there is enough business for all of us,” is remarkable. If you find yourself lacking a peer structure, this is the first solution we would recommend to combat burnout and stress. It is comforting to know there are non-competitor peers dealing with the exact same issues you have in your agency.

If you find yourself questioning your agency ownership plan, please reach out to Jeff Smith, CEO of IA Valuations, at jeff@ iavaluations.com to explore and understand your options.

change [CHānj] verb Not everyone’s jam. Good thing we’re not “everyone.”

Sometimes scary, but in the best way.

BMI Company, Inc. Coming soon to BMI.

may-june2025

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Partner News Awards and Accolades

Five MAIA Partners Named Best Wholesale Brokers and Managing General Agents According to Insurance Business America (IBA), U.S. retail insurance brokers are engaging more frequently with wholesale brokers and managing general agents (MGAs). In a 2025 IBA publication, industry surveys show that 33% of responding brokers conducted at least half of their business through wholesalers or MGAs over the past year, climbing 23.35% from 2024.

This trend aligns with broader market shifts in the distribution of specialized and complex

From TRUCKERS and GARAGE to HOMEOWNERS and COMMERCIAL PROPERTY, RPS helps you come through for your clients.

CONTACT US FOR A QUOTE TODAY.

Risk Placement Services

Transportation & Garage Angie_Powell@rpsins.com Personal Lines Teresa_Cheek@rpsins.com P&C | Kim_Moore@rpsins.com

© 2025 Arthur J. Gallagher & Co., and affiliates & subsidiaries RPSUS103336 0125

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insurance solutions, as brokers seek access to broader underwriting capacity and niche expertise.

IBA surveyed retail insurance professionals across the country to identify outstanding performers in this growing segment. In this survey, wholesale partners were evaluated on a scale of 1 (poor) to 5 (excellent) across 10 performance metrics including: • Ability to place niche or emerging risks • Compensation structures • Geographic capabilities • Marketing support • Responsiveness • Pricing competitiveness • Breadth of product offerings • Industry reputation • Technical knowledge • Use of technology and automation Of the top 14 firms featured in the 2025 5-Star list, five MAIA Partners were named, including: • JENCAP • AMWINS Access • Burns & Wilcox • Risk Placement Services • RT Specialty The full list and detailed company profiles are available on the IBA website: https:// insurancebusinessmag.com.

Grinnell Mutual a Top Workplaces USA Winner Grinnell Mutual has been named a national 2025 Top Workplaces USA winner for employers with 500–999 employees by Energage, a leading research firm specializing in employee engagement. The insurance company ranked 80th. It’s the fourth year Grinnell Mutual has been recognized nationally.

The award is based on employee feedback gathered by Energage through a research-based, anonymous survey taken by employees in over 70,000 organizations.

The survey captures feedback on key areas such as employee alignment with company values; employees feeling that their work is appreciated; and satisfaction with pay, benefits and culture.

“We’re honored to earn this national recognition as a Top Workplace USA again this year,” said Jeff Vogts, Grinnell Mutual’s

may-june2025

vice president of talent development.

“Grinnell Mutual is truly committed to providing an innovative work environment for its employees and our employees are dedicated and engaged in their work. We offer work with a purpose, along with a collaborative, supportive and flexible structure.”

“More than 50% of our employees choose to work remotely from more than 20 states, which offers exceptional work-life balance.

We have become a magnet company where people with great skills and talents want to contribute.”

Acuity Named a Top Company for Claims Service Acuity was recognized as one of the top three insurers in the country for claims service in the 2025 CRASH Network Insurer Report Card. The company earned a place on the National Honor Roll, receiving an impressive A- grade for its commitment to quality claims handling.

The CRASH Network survey gathered feedback from over 1,000 collision repair shops nationwide. Shops were asked to evaluate auto insurers based on how their claims handling policies, attitude and payment practices impact quality repair and customer service for motorists.

According to the CRASH Network, what sets highly graded companies like Acuity apart is their refusal to pressure repair shops into cutting corners or using subpar parts to save costs. Their efficient claims process and experienced personnel help speed up repairs and minimize delays, and their adherence to automaker-recommended repair procedures ensures the highest levels of safety and quality.

Arlington/Roe Named One of Indiana's 2025 Best Places to Work Arlington/Roe was recently named one of the 2025 Best Places to Work in Indiana.

“This prestigious recognition would not have been possible without the teamwork and hard work of our associates,” said chairman and CEO Jim Roe. “We are proud to be an organization with a history of upholding the Golden Rule as our guiding principle. Our associates embody the values

may-june2025

of honesty, integrity and trust, which are at the heart of everything we do. Our success is measured by the success of our associates who make Arlington/Roe a wonderful place to work.”

The statewide survey and awards program is designed to evaluate participating organizations and honor those with the highest levels of employee satisfaction and engagement in the workplace.

Companies from across the state entered the two-part survey process to determine the Best Places to Work in Indiana. The first part consisted of evaluating each nominated company's workplace policies, practices, philosophy, systems and demographics.

The second part consisted of an employee survey to measure the employee experience.

The combined scores determined the top companies and the final rankings.

SECURA Insurance Celebrates 125th Anniversary SECURA Insurance celebrated its 125th anniversary March 1, 2025.

SECURA was founded in 1900 by Julius Bubolz, a local farmer, after a tornado tore through New Richmond, Wisconsin, causing incredible property damage, killing more than 100 people and injuring 500 others. Bubolz knew something needed to be done to ease the inevitable financial burden caused by future storms. Together with his neighbors, he founded The Farmers Home Mutual Hail, Tornado, and Cyclone Insurance Company of Seymour, Wisconsin (now SECURA Insurance).

Company accomplishments from the past 125 years include: • Grew from a farm insurance company to also offer insurance solutions for businesses, agribusinesses, nonprofits and special events • Expanded to offer insurance products in 13 states • Grew direct written premium to $999 million • Achieved recognition as a Great Place to Work for nine consecutive years (2016-present) • Increased the number of employees to approximately 1,000 “We are proud to be a mutual insurance company that has served our associates, agent partners, policyholders and communities for the past 125 years,” said Garth Wicinsky,

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Partner News SECURA Insurance president and CEO. “We have accomplished many milestones throughout our history and look forward to growing over the next 125 years.”

The company’s longevity speaks to the strength of its workplace culture, relationships with independent agents and trust from policyholders. While much has changed since 1900, SECURA has remained a mutual insurance company focused on making insurance genuine.

Acuity Earns 23rd Consecutive A+ (Superior) AM Best Rating Acuity announced that AM Best has affirmed the insurer’s Financial Strength Rating of A+ (Superior) with a Stable outlook. This marks the 23rd consecutive year Acuity has earned an A+ Financial Strength Rating.

The affirmation of Acuity’s A+ Financial Strength Rating from AM Best follows a year in which Acuity surpassed $3 billion in revenue for the first time in its nearly 100year history, reached an all-time high of $7.8

billion assets (GAAP), and grew policyholders’ surplus by over 11% to $3.2 billion (statutory).

The insurer also earned a combined ratio of 98.1 (statutory).

Acuity’s impressive growth continues to span personal and commercial lines, reinforcing the company’s dedication to expansion while sustaining long-term success.

With a steadfast commitment to stability, growth and customer-focused service, Acuity continues to set the standard for excellence in the insurance industry.

In reaffirming Acuity’s A+ rating, AM Best noted the insurer’s strength across several areas of measurement, including balance sheet, operating performance, business profile and enterprise risk management.

Grinnell Mutual Receives Exceptional Workplace Award Grinnell Mutual has received a Gallup Exceptional Workplace Award (GEWA) for the fourth time. The award recognizes the most engaged workplace cultures globally.

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By connecting employee engagement to every aspect of their culture, exceptional workplaces fuel the motivation and innovation that drive business results far beyond their competition around the world and give people what they really want from their careers and lives: belonging, learning, growth, recognition, a great manager and the opportunity to do what they do best every day.

Jeff Vogts, Grinnell Mutual’s vice president of talent development, said the company’s culture of trust and respect has always been a draw for potential talent.

“Grinnell Mutual has built a reputation for living its corporate values every day. We take immense pride in our team. Our culture forms the foundation of our efforts and fosters an environment where everyone can grow and serve our customers in the way they truly deserve. We call this the ‘Grinnell Mutual Way,’ Vogts said.

“The deep commitment we have to our employees and to keeping the promises we make to customers is fundamental to the way we do business. Our people are the heart of everything we do. Our culture is innovative and empowering,” he said.

Because 70% of GEWA winners’ employees are engaged, those companies’ turnover rate is 43% lower, productivity is 18% higher and profitability is 23% higher than at other workplaces.

Gallup’s meta-analysis on team engagement and performance is the most comprehensive workplace study ever conducted, with data on nearly 3 million employees across 54 industries and 96 countries.

Markel International’s expansion beyond London. In January 2020, Wilson was appointed managing executive of global strategy for Markel, and in 2021 he was appointed president of Markel International.

The leadership teams of subsidiaries State National and Nephila will continue to operate with a high degree of autonomy and will now report directly into Markel Group, alongside Markel Insurance.

Markel Group also announced that Anthony F. (Tony) Markel, currently vice chairman of the board, will not seek reelection and will retire as a director of the company at the end of the annual meeting of shareholders in May. He will assume the honorary position of chairman emeritus of the board.

Tony Markel joined the company in 1964 and eventually became its president and chief operating officer in 1992. Tony Markel, together with Alan Kirshner and Steve Markel, led the effort to take the company public in 1986. Under their leadership, Markel grew from approximately $60 million in total assets in 1986 to roughly $25 billion in 2016 when they turned over the reins to the next generation of Markel leaders.

New Faces and Places

Wilson Promoted to CEO of Markel Insurance; Vice Chair Markel to Retire Markel Group announced that Simon Wilson became the new chief executive officer of Markel Insurance on March 17.

Wilson has more than 20 years of experience scaling the operations of large specialty insurance organizations. Wilson joined the group in 2010 to lead the international business development, and he is credited as the “primary architect” of

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Consumers First, Inc.

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Partner News Acuity’s Marcus Knuth to Retire, Keith Baierl Named New VP-Enterprise Technology

Baierl

Acuity announced that Marcus Knuth will be retiring in April as vice president – enterprise technology, capping a career at Acuity that spanned 33 years. Keith Baierl has been named Knuth’s successor, continuing the insurer’s technology and innovation leadership.

Under Knuth’s leadership, Acuity built on its reputation of technological strength, elevating the experience of independent agents and customers. His vision of technology as an enabler helped elevate and enhance relationships, which are at the heart of Acuity’s business. During his tenure, Acuity has been recognized as a technology leader, supporting agency connectivity, customerfocused claims processing and more.

“I am grateful to have had the opportunity to work alongside such a talented team,” said Knuth. “Our focus on being the easiest company to do business with provides a clear

vision for continued success. Keith Baierl’s strategic leadership and innovative thinking perfectly complement the leadership team to drive Acuity’s future vision.”

Baierl, general manager – information systems, has held roles of increasing responsibility over his 27-year tenure with the organization. During his tenure, he has been instrumental in shaping the direction of Acuity’s claims technology, including the creation and evolution of the insurer’s proprietary claims system.

MEM Names New Members to Expanded Board of Directors MEM, a regional workers’ compensation insurance provider, announced the expansion of its board of directors to include four additional new members. MEM is governed by the board; the slate of nine members was elected by MEM policyholders at the 2024 annual meeting. The board provides active governance, shaping the company's strategic direction, ensuring robust financial

Capital Premium Financing

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performance and upholding rigorous compliance standards. Terms for new board members began Jan. 1, 2025.

“This dynamic and highly accomplished board brings a wealth of strategic vision and diverse expertise that will be instrumental in propelling our growth," Chuck Caisley, chair of the MEM board said. "Their collective leadership will ensure we not only maintain, but solidify, our position as the region's leading work comp provider.”

MEM has added the following members to its board of directors: Haley E. Hanson is partner at Husch Blackwell and has more than 20 years of experience in education law. In addition to legal work, Hanson is a sought-after speaker who educates institutions on risk management and compliance.

Gloria Carter-Hicks is president and CEO of Hicks-Carter-Hicks and has more than 25 years of experience in human resources and organizational development. Her current role involves consulting with executives on organizational development, change management, human resources, learning and development, and talent management.

Slyvester (Sly) James, Jr. is co-founder of Wickham James and has a rich background that includes serving his country as a military police officer, a successful legal career and a transformative tenure as mayor of Kansas City. He is known for tackling tough issues and is a champion for diversity.

Roger S. Walleck is president and CEO of MEM and is responsible for the vision, direction and strategic development of the company, as well as overall management and business implementation. Prior to MEM, Walleck spent more than a decade in leadership positions at the Meadowbrook Insurance Group, most recently as chief underwriting officer and executive vice president.

Other News

Honoring David Boedker Keystone Insurers Group mourns the loss of David Boedker, former CEO whose vision and passion inspired great achievements in the organization. David dedicated 38 years as CEO and president of Keystone Insurers

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Group before transitioning to the role of chief advisor. He also founded Keystone Agency Partners, Agency KPI and Veruna, among other ventures in the industry. He was a devoted husband, loving father, cherished grandfather, beloved friend, and left an indelible mark on Keystone Insurers Group.

Columbia Insurance Group Unveils New Brand, Ongoing Transformation On March 10, Columbia Insurance Group launched a new brand identity, marking a significant milestone in the company's ongoing business transformation. The branding initiative includes a new modern logo, shortened name, updated website and emails as well as a small series of videos.

Todd Ruthruff, Columbia Insurance’s president and chief executive officer, said while Columbia has a new look and a shorter name, its values remain the same.

“Our new branding reflects our dedication to continuous improvement. It's about embracing progress and showcasing our commitment to building real connections with the people we serve,” Ruthruff said.

“We are excited to share this new chapter with our community and stakeholders.”

Keith Maciejewski, Columbia’s vice president and chief underwriting officer, agreed. “We want our brand to reflect who we are and where we are going as a company. The rebranding effort is part of our broader strategy to modernize operations and better serve agents and protect policyholders.”

Ruthruff added, “We are committed to leading the industry with people-first partnerships and genuine connections that drive success. As we move forward, our focus will be on leveraging innovation and technology to create even more value for our customers. This will be reflected in both the way our brand looks and, more importantly, in the way it is experienced.”

This is one step in a continuing business transformation as Columbia plans to start rolling out a new online business platform for agents and policyholders this summer.

Hanson

Carter-Hicks

James

Walleck

Boedker

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Regulatory Actions Enforcement Actions Isaac Bates, Park Hills, Mo., license renewal with conditions Kevin D. Beck, Westwood, Kan., voluntary license surrender Rene Xuan Do, Kansas City, Mo., voluntary license surrender TPNB Bank, Paris, Mo., voluntary forfeiture of $4,150 James E. Weir, Warrenton, Mo., license renewal with conditions

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EDUCATION & EVENTS MAY

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Risk Specialist Series Insuring Non-Profits May 8, 2025 Hybrid | Jefferson City or Online

Missouri Agents Connection (MAC) Summit July 23-25, 2025 Chateau on the Lake, Branson

Young Agent Tailgate September 6, 2025 Faurot Field, Columbia

CSR Development Conference

Certificates, Contractors, and You: Fights, Coverage Issues, Best Practices 6 Ethics in Insurance - Protecting the Client and the Agency 8 The Fine Print: Understanding the Contractual Obligations of Your Insured 10 Social Security and Medicare: Your Questions Answered 10 An Hour With Cathy: I Pay What? How Commercial Policy Deductibles Work 13 Big Rig, Big Risk: Mastering Trucking Accounts 13 Liar!: An Agent’s Role in Identifying & Handling Fraud 15 Just Use Mine: Home, Vehicle and Other Sharing Exposures Insurance Doesn’t Like 20 An Hour With Sam: Liability Concerns in the Personal Auto Policy 20 E&O: Understanding Commercial Property Gaps and Knowing How to Fill Them 21 Reasons Personal Lines are Broken (and What to Do About It) 22 Homeowners Endorsements Insureds Don’t Want (But Do Need) 22 An Hour With Nicole: Personal Lines: Read the %^&* Form!

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Elements of Risk Management May 13, 2025 Hybrid | Jefferson City or Online

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Commercial Casualty II June 26, 2025 Online

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Insuring Personal Residential Property August 12, 2025 Online

Commercial Multi-Line August 20-21, 2025 Online

Insuring Personal Auto Exposures September 11, 2025 Online

Insurance Company Operations September 17-18, 2025 Online

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Definition of Insanity: Common Home and Auto Exposures We Know Are There & Do Nothing About Stinkin’ Rich, Insurance Poor: P&C Coverage Challenges for HighNet-Worth Individuals Eroding: The Personal Lines Implosion and What Happens Next CGL Endorsements That Will Break Your Policy Reasons Personal Lines are Broken (and What do Do About It) An Hour With Nicole: Making Sense of Homeowners Deductibles (Once and For All!) Why Inadequate EPLI Will Close Your Business (and What to Do About It) An Hour With Cathy: Understanding (Finally!) How Claims Made Policies Work E&O Coverage Essentials: Homeowners Part 1 – Policy Definitions, Liability Coverage and Policy Conditions Commercial Property: Claims, Coverages, Consequences Social Security and Medicare: Your Questions Answered An Hour With Dave: Rental Cars: Issues, Answers, Horror Stories Name That Endorsement: Business Auto and Commercial Property Edition Ethics, Diligence, Success: What Agencies Need to Know

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Partner

Missouri Association of Insurance Agents

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PROGRAM

BRONZE

SILVER

GOLD

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These companies strongly support the independent agency system and the Missouri Association of Insurance Agents.

Arlington/Roe Capital Premium Financing EMC Insurance Markel Specialty Columbia Insurance

Southern Pioneer Insurance AF Group SECURA Insurance RT Specialty Berkshire Hathaway GUARD Insurance Companies

Aegis General Insurance Agency W. A. Schickedanz Agency Graham-Rogers Insurance Med James Grinnell Mutual Reinsurance Company, SI AMERISAFE Missouri Farm & Home Mutual Ins. Co. SafetyCulture Care Insurance Services

Old Missouri Mutual UBIC CRC Group REInsurePro UMB Healthcare Services

Travelers Insurance National General, an Allstate company NCMIC Finance Corporation Keystone

Burns & Wilcox Acuity Stonetrust Workers' Compensation AMWINS Access HawkSoft

Auto-Owners Insurance Selective Insurance Dairyland FCCI Insurance Group JM Wilson One General Agency/Cannabis Insurance Wholesalers

ICW Group Insurance Companies Amynta Work Comp Solutions Berkley Management Protection Agent Support Network of America - ASNOA Chris-Leef General Agency, Inc. Philadelphia Insurance Companies

Ironpeak Risk Placement Services, Inc. West Bend Imperial PFS Madison Mutual Insurance Company Foremost Insurance Group AmTrust Insurance MOPERM Insurance Specialties The Cincinnati Insurance Companies UFG Insurance Steadily | Landlord Insurance